Case | HBS Case Collection | 1988

IBM Marketing Organization (B): Process

Keywords: Marketing Strategy; Information Technology Industry;

Format: Print

11 pages

Citation:

Cespedes, Frank V. "IBM Marketing Organization (B): Process." Harvard Business School Case 588-061, February 1988.

Pemberton Products is a U.S. market leader in the cookie and bakery snacks segment of the sweet snack market. Looking to expand into the salty snack market, the company acquires Krispy Inc., a maker of salty snack crackers located in the southeastern U.S. To compete with premium cracker brands, Pemberton plans to reformulate and re-launch the Krispy brand as "Krispy Natural," which offers natural ingredients, improved taste, and revised packaging. Market tests in Columbus, Ohio show market share results that are double the company projections while results in 3 cities in the southeastern U.S. fall well below expectations. The marketing director must interpret the market test results, consider possible competitive responses to the new brand, and present his recommendation for a national rollout to the VP of sales and marketing.

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